Medical sales activity generates data containing a wealth of relevant information. In order to extract this information, the sales and marketing manager of a pharmaceutical company spends his time manually analyzing the activity reports of medical representatives and pharmaceutical sales reps. This task consumes a lot of time and effort. Artificial Intelligence and Big Data have proven their effectiveness in terms of data analysis and decision support. In what follows, we look at the contribution of artificial intelligence to the pharmaceutical industry.
1.A target-based recommendation system
This system incorporates an intelligent algorithm that allows the recommendation of the most potential prospects based on objectives set over a well-defined period for the promotion of a product. This system is designed to help pharmaceutical sales representatives and sales reps to ensure that visits are well-targeted.
2.Medical and sales team classification
This system is based on an intelligent algorithm that classifies medical representatives and pharmaceutical sales representatives according to various criteria, such as prospect coverage rate, number of orders, regularity of visits, consistency of visit report content, etc.
3.Lead classification
This system also classifies prospects using intelligent algorithms. These algorithms extract information from the field team’s comments, prospects’ satisfaction with the products presented, doctors’ prescription frequency, order frequency and sales generated.
4.Order prediction
Using Machine Learning algorithms, the system learns from previous years’ data and builds a model. Based on this model, the system can provide the pharmaceutical company with a prediction on the quantity of orders for a future period.
Bird Notes incorporates an analytics module based on artificial intelligence algorithms, enabling the supervisor’s task to be performed automatically. In addition, Bird Notes is an innovative CRM that will help pharmaceutical companies and promotional agencies to gain an advanced understanding and deeper insight into sales and marketing activity. Such an approach boosts the sales force and improves their bottom line.